The Library
Collective engagement - four thought-shackles and how to escape them
Tools
Wilson, Hugh N. (2019) Collective engagement - four thought-shackles and how to escape them. Industrial Marketing Management, 80 . pp. 24-26. doi:10.1016/j.indmarman.2019.04.008 ISSN 0019-8501.
|
PDF
WRAP-collective-engagement-four-thought-shackles-how-escape-them-Wilson-2019.pdf - Accepted Version - Requires a PDF viewer. Available under License Creative Commons Attribution Non-commercial No Derivatives 4.0. Download (513Kb) | Preview |
Official URL: https://doi.org/10.1016/j.indmarman.2019.04.008
Abstract
This invited commentary on Kleinaltenkamp, Karpen, Plewa, Jaakkola & Conduit (2019, this issue) and Storbacka (2019, this issue) discusses four ‘thought-shackles’ that can constrain our thinking about engagement – particularly in B2B contexts but also in B2C ones. The shackle of the purchase moment – embedded in some definitions of engagement – can blind us to engagement between parties where no exchange is involved. The shackle of rational choice can lead to the erroneous assumption that the emotional dimension of engagement is irrelevant in B2B contexts. The shackle of the individual can obscure the engagement of collective actors such as a set of managers within a firm. The shackle of the dyad can overlook engagement with entities other than a firm, such as an innovation consortium. The concept of the engagement center is proposed. Four lenses for understanding and measuring collective engagement are distinguished: a selection lens, a consolidation lens, a practice lens, and an external lens. A new definition of business relationships is suggested: a mutual engagement over time.
Item Type: | Journal Article | ||||||||
---|---|---|---|---|---|---|---|---|---|
Divisions: | Faculty of Social Sciences > Warwick Business School > Marketing Group Faculty of Social Sciences > Warwick Business School |
||||||||
Journal or Publication Title: | Industrial Marketing Management | ||||||||
Publisher: | Elsevier Inc. | ||||||||
ISSN: | 0019-8501 | ||||||||
Official Date: | July 2019 | ||||||||
Dates: |
|
||||||||
Volume: | 80 | ||||||||
Page Range: | pp. 24-26 | ||||||||
DOI: | 10.1016/j.indmarman.2019.04.008 | ||||||||
Status: | Peer Reviewed | ||||||||
Publication Status: | Published | ||||||||
Access rights to Published version: | Restricted or Subscription Access | ||||||||
Description: | An invited commentary on Kleinaltenkamp, Karpen, Plewa, Jaakkola & Conduit (2019) and Storbacka (2019) |
||||||||
Date of first compliant deposit: | 16 April 2019 | ||||||||
Date of first compliant Open Access: | 16 April 2019 | ||||||||
Related URLs: |
Request changes or add full text files to a record
Repository staff actions (login required)
View Item |
Downloads
Downloads per month over past year